Sales Productivity Manager

Box is a leader in Intelligent Content Management, helping organizations manage content, collaborate, secure information, and transform business workflows with enterprise AI. The Sales Productivity Manager will design and deliver skills-based enablement programs for Account Executives, lead training and coaching, and use performance data, CRM analytics, and AI tools to improve ramp time, quota attainment, and sales excellence.

Responsibilities

• Design and deliver role-specific, skills-based curriculum for AEs focused on core selling competencies: discovery, qualification, demo delivery, value-based selling, objection handling, negotiation, and account planning. Design and deliver AE onboarding
• Facilitate and deliver instructor-led workshops, virtual skill labs, bootcamps, and reinforcement sessions that emphasize practice, feedback, and behavior change. Design and administer skill assessments and proficiency checks to measure competency and guide coaching
• Build consensus and momentum across senior, cross-functional audiences including field leadership and sales operations to diagnose skill gaps using performance metrics, CRM data, call recordings, and seller feedback; prioritize high-impact skills
• Create short-form learning assets to support your curriculum: recorded coaching, video role-plays, microlearning modules, practice scenarios, assessments, and facilitator guides
• Establish and maintain a training cadence (onboarding, ramp, role progression support, ongoing practice cycles) and ensure consistent delivery across regions and teams managing to timelines, functional priorities, and project plans
• Define KPIs for training initiatives (ramp time, skill proficiency, call-to-demo conversion, win rates where applicable) and iterate curriculum based on data
• Leverage Box AI and modern generative AI tools to 10X the onboarding and sales skills building experience

Preferred

• Experience enabling both new business and expansion/renewal sellers
• Background in adult learning, instructional design, or certification in relevant fields (ATD, CPLP)
• Experience running sales role-play programs, certification paths, or coach-the-coach initiatives
• Facilitation, curriculum design for skills practice, behavioral assessment, and data-driven iteration
• Business Development
• Sales Experience
• Adult Learning
• Certification in ATD
• Certification in CPLP
• Sales Role-Play Programs
• Curriculum Design
• Behavioral Assessment
• Data-Driven Iteration
• Facilitation
• Coaching

Benefits

• This role is also eligible for equity and benefits.
• Minimum 3 days per week working from the assigned office.
• Community and in-person collaboration as a core part of the culture.

Company

• Cloud content management platform for collaboration, security, and workflows
• Redwood City, California, USA
• http://www.box.com/
• Founded in 2005
• 1001-5000 employees

Qualifications

• 4+ years in sales enablement, sales training, or related roles in B2B SaaS with direct experience training quota-carrying sellers
• Instructional design instincts: demonstrated success designing and delivering skills-focused learning that improved seller behaviors and measurable performance outcomes
• Strong facilitation and coaching skills: comfortable leading live sessions and conducting role-play–based skills practice
• Knowledge of sales methodologies (e.g., MEDDPICC/MEDDIC, SPIN, Challenger, Command of the Message) and ability to translate methodology into practical seller behaviors
• Experience using coaching tools and sources of truth for skills diagnostics: call recording platforms, LMS, CRM (Salesforce preferred), and enablement analytics
• Project and stakeholder management experience; ability to coordinate across a matrixed organization and multiple regions
• Proven ability to work at AI-speed, in fast-paced, matrixed environments
• Excellent communication skills, both written and oral
• Bachelor's degree or equivalent experience
• Experience enabling both new business and expansion/renewal sellers
• Background in adult learning, instructional design, or certification in relevant fields (ATD, CPLP)
• Experience running sales role-play programs, certification paths, or coach-the-coach initiatives
• Facilitation, curriculum design for skills practice, behavioral assessment, and data-driven iteration
• 4+ years in sales enablement, sales training, or related roles in B2B SaaS with direct experience training quota-carrying sellers.

Required skills

• Sales Enablement, Sales Training, Instructional Design, Coaching, Sales Methodologies MEDDPICC/MEDDIC, Sales Methodologies SPIN, Sales Methodologies Challenger, Sales Methodologies Command of the Message, Salesforce CRM, Sales Enablement Analytics, Stakeholder Management, Adult Learning, Box AI and Generative AI

Preferred skills

• Project Management

Experience

• 4+ years